The challenger sale summary6/7/2023 ![]() ![]() By no means does this mean being combative or confrontational. The point was the most consistent star performers were those who chose to "Challenge" the customer with a different perspective. Their research actually showed some of the most effective reps are relationship builders. The book never disparaged "relationship building" as an ineffective approach. (They later recanted their research, saying they were mostly incorrect in their follow up, Challenger Customer but nevertheless.). ![]() No book out there is a silver bullet, but I believe the Challenger's value lies in it's research based approach in analyzing top performers across sales organizations. ![]() I don't necessarily want to get into a back and forth, but just giving an opinion - I respectfully disagree that the book is overrated or pointless.
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